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Bill Farquharson

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Sales Worthiness

You are reaching for the phone to call a top decision-maker when a feeling comes over you: Why would anyone listen to you? This kind of self-doubt is not unusual. The question is, will you listen to that voice? Perhaps you should listen to Bill Farquharson's Short Attention Span Sales Tip instead.
sales worthiness

Good morning!

Have you ever heard yourself say, “Why would anyone listen to me?”

If you are new to sales, you are hit with a tidal wave of information, instruction, and education. You are expected to set up appointments, generate interest, and ultimately sell something.

Perhaps you are given a list of companies to call on or maybe you dig them up yourself. Either way, it’s very common to have an inner fear; a lack of worthiness that you dare not discuss with anyone at any time. You look around and see everyone else knows what they are doing. You feel as if you are the only one adrift, uncertain, and insecure.

Welcome to Imposter Syndrome.

I started in sales as a 21-year-old college graduate. Having been told I had the “sales gene” and with an older brother already a superstar for my new employer, everyone assumed I was fearless and destined for sales glory.

Everyone but me.

It was not until I was in my early 30s that I finally shook the feeling that I didn’t belong. I started listening to myself on sales calls and thought, “Hey, I think I can do this. I’m starting to sound like I know what I’m talking about and people are listening. All this time I’ve been afraid and now, I’m going to make a different choice.”

And just like that, my case of Imposter Syndrome disappeared.

7 out of 10 of all salespeople experience this same misguided self-belief. If you are one of them, you no longer have to think you are the only one who doesn’t get it.

I have no three-step plan for you to shake this feeling. I’ve never heard of someone coming up with a formula. We are all at a different pace. What I can tell you is, a day will come when you make the decision to stop listening to that doubter on your shoulder. It will take some time, but that day will come.

In fact, you can decide it right now.

Now that you believe in yourself, why not jump on Bill Farquharson’s calendar and discuss your other sales challenges? Go to or call him at 781-934-7036.

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